Industry Focus · Industrial & Commercial Services
Selling an industrial or commercial services business?
We help owners of Australian industrial and commercial services businesses prepare for a sale and run it. Private equity platforms and trade buyers are active across the sector, and the right buyer depends on your sub-sector.
01 · Coverage
Sectors we serve.
Each sub-sector has a different group of active buyers, and the right process depends on knowing which.
- Facilities management and cleaning
- HVAC
- Electrical and plumbing
- Industrial maintenance
- Waste management and pest control
- Landscaping and grounds
- Commercial roofing and coatings
- Fire and life safety
By the numbers · Indicative
Recurring
Contracted revenue is the biggest lever on price
24 – 36mo
Earn-out tied to contract renewals
24 – 36mo
Founder stays with private equity buyers
02 · Market dynamics
What's driving M&A right now.
- Consolidation. Private equity platforms are buying across cleaning, HVAC, plumbing, landscaping and pest control.
- Recurring revenue. Contracted services sell at a significant premium to project work.
- Labour pressure. Workforce costs make scale more valuable, which speeds up consolidation.
03 · Value drivers
What buyers pay for.
Recurring revenue is the biggest lever on price, followed by tight service routes, cross-sell and keeping skilled trades.
- Contracted revenue with strong renewal rates
- Tight service areas
- Skilled trades who stay
- Licences that transfer across states
Recurring-revenue businesses sell for far more than project-based operators.”
04 · Mechanics
How deals are structured, and what catches owners out.
Private equity deals come with their own terms, and each one needs careful checking.
- Earn-outs follow contract renewals. They typically run 24 to 36 months.
- Keeping a share is common. Private equity platforms often ask founders to hold a stake after the sale.
- Founders usually stay on. Expect 24 to 36 months in an operating role after completion.
Project work presented as recurring revenue is the most common reason a price gets renegotiated in due diligence.
- Mislabelled revenue. Buyers test how much of your revenue truly repeats.
- Subcontractor risk. People treated as subcontractors may legally be employees.
- Ageing plant and vehicles. Anything due for replacement comes off the price.
Other industries we focus on
Selling in industrial or commercial services?
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